“Hey do you have a good script for X?” A surgeon asked me during a discovery call last week.

And the short answer is yes, BUT…

Let’s talk about why you can’t just throw a script at your team and automatically book more surgery prospects.

A script by nature is static. And our patient interactions… they’re dynamic.

Your patients have different personality styles. You have some who are direct and quick, others who are more social, and still others who are analytical.

So to say, “here’s the script for when someone comments ‘I need to talk to my spouse’” ignores the all-important CONTEXT of personality styles walking into your office.

Because that comment can mean very different things depending on the priorities of the person in front of you.

Is it that you always make decisions together because you’re so close? Or you’re big planners and need to make sure it’s in the budget together? Or you have no idea how scheduling works because you’re late everywhere you go and your wife keeps you organized and has all the calendar details?

Crafting an effective response in this scenario depends on the personality style of the person in front of you.

And this is where DISC personality profiling comes into play.

“So do we need every patient to take a DISC assessment?” No, you don’t. Which is the beauty of the whole thing.

Unlike with other more complex personality assessment frameworks, DISC is a simple 4-category approach that can be simple to learn.

Not only that, once you know how to ask a couple of questions and make a few key observations, you can quickly identify someone’s primary DISC style, even if you’ve just met them.

Then you can respond in a way that speaks specifically to them and their unique personality style and priorities. Not simply a canned “script.”

In DISC for Doctors and Teams, we teach you how to identify someone’s primary DISC style in 60 seconds.

And from there we walk through the language patterns, words and phrases that resonate with those personality styles.

Perhaps the best part of all this is that you aren’t starting with a blank slate when you meet a patient. You don’t have to throw every bit of information at them. You focus in on their priorities (which you’ve identified) and speak directly to those.

And the result is what feels like a more customized patient experience, when in reality you’ve cut out 80% of what you COULD say, saving you a bunch of time and actually increasing your confidence along the way.

So if someone tells you, “oh, just say this” or “you need to respond with XYZ in that situation,” please realize that’s NOT the whole story and it may even handicap your results.

So make sure you’re putting your DISC skills to work with every patient, and reap the rewards.

Have a great day,
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-- Troy “DISCman” Cole

PS - I appreciate the feedback from my previous email, re: DISC Queen Susan (my wife) doing a joint training series with me this summer. We’re gonna make that happen, so stay tuned for more details and how you can join.

And since you’re in one of our coaching programs already, it’s already included in your membership.